Service organizations today are forever striving to increase customer satisfaction and loyalty by improving operational effectiveness, and management generally believes the rewards of their efforts are the end goal. While improving effectiveness is important, these organizations should also work to leverage service excellence as a hallmark of their corporate brand. When you effectively market service excellence to internal and external stakeholders or prospects, your company can differentiate itself from competitors and strengthen its credibility, as well as improve the perceived value of its products and services.
Regardless of market segment, your company’s brand perception is critical to its ongoing success. You can easily identify market leaders by their brands, which represent quality. Brands can have a profound impact on employees, prospects, customers and shareholders alike and can strongly influence perceptions of a businesses products and services. Most importantly, strong brands bestow value far beyond the performance of the products themselves. Effective brands are worthy of customer loyalty: the more inspiring the brand, the more intense the commitment.
Service excellence is a core component of a successful brand. Companies that value this core attribute are among the most successful in the marketplace. Service is an area where the core qualities of a brand are directly experienced by customers. Companies that employ best practices within their service organizations tend to be far more effective in delivering a superior customer experience. This fact is well recognized and its importance underscored by the popular pursuit of third party acknowledgement and certification of service excellence.
Programs such as the Service Capability & Performance (SCP) Standards, which improve the quality of support, eservice, field service and professional service operations, offer an excellent example of third party recognition for meeting industry standards of service excellence. Participating in industry standards programs like these can help your organization enhance service quality through adoption of proven best practices. By focusing on meeting the requirements defined by such standards programs, which place an emphasis on areas such as service delivery processes, performance measures, staff development and others, service excellence can be achieved and customer loyalty built and protected.
While many brand elements are intangible, quality service and support are experienced on an immediate personal level and leave a lasting impression. The perception of service excellence contributes to increased customer satisfaction, increased new business, repeat business and long-term profitability. Standards programs provide the additional and very important benefit of a marketable brand credential. If you do not currently participate in an industry standards or certification program, ask yourself if your company is taking advantage of its most valuable asset–its brand. Are your employees aligned to the brand promise of delivering service excellence? Can you leverage your credentials to strengthen your brand and increase loyalty?
In summary, marketing your service excellence will enable you to stand out from the competition and demonstrate an ongoing commitment to quality. Investing in best practices and leveraging standards and certification programs go a long way to ensuring substantial brand credentials that will pay ongoing dividends in brand loyalty in the future. Building your brand with service excellence at its core will result in the creation of one of your company’s principal assets.
David Licosati says
Service Strategies is a business process improvement company for the Services industry and doesn’t work in the area of business development.
I head the Business Development group for Service Strategies and will share with you our methodology getting access to senior executives.
Brief introduction of the company one sentence. followed by a list of 3 similar companies that you have worked with. The benefit of working with you these companies received. The final sentence should contain the action you want them to take call, website visit…..
There are many resources available on this subject and I would recommend reading any books by Anthony Parinello, Billy Cox or Jeff Thull
Paul Bobak says
I am currently providing business development services to a small consulting firm on a part time basis. I am researching any examples of introductory letters to senior executives of prospective clients. If there is a web site(s) that addresses this topic that you could point me to that would also be appreciated.
Thanks in advance,